5 Actionable Learnings for Presales from Gartner’s B2B Software Buying Survey
Gartner’s 2024 Global Software Buying Trends report provides invaluable insights for presales professionals. With data gathered from 2,499 software buyers, this survey highlights key factors that influence purchasing decisions. Here are five actionable learnings presales teams can implement to enhance their effectiveness and drive sales. #1 Proactively Address Security Concerns Why? Security certification and data […]
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Aka the ‚Hot #Potatoe‚ of the software enterprise sales ๐ฅ In enterprise sales, it is becoming increasingly challenging to close deals due to the rising number of stakeholders involved in the purchasing decision on the customer side. To overcome this challenge, a critical success factor in enterprise sales is about ๐ป๐ฎ๐๐ถ๐ด๐ฎ๐๐ถ๐ป๐ด ๐๐ต๐ฒ ๐ฑ๐ถ๐๐ฒ๐ฟ๐๐ฒ ๐ฝ๐ฒ๐ฟ๐๐ฝ๐ฒ๐ฐ๐๐ถ๐๐ฒ๐, ๐ถ๐ป๐๐ฒ๐ฟ๐ฒ๐๐๐, […]
Looking for Love in Presales? The Need for Approval in B2B-Sales
Are you looking for love in Presales and Solution Engineering? Then this is the right post for you! In this article, we are looking at how your passion for creating relationships and being likeable influences your presales performance. And how your need for approval affects your sales efficiency. Need for Approval We have all been […]
Digital Body Language for Online-Demos and Sales – #1 Active Listening
Actively listening to your clients is one of the easiest and most powerful ways to build trust and empathy with your clients. But in remote demo scenarios, it is significantly harder to replicate the interpersonal connection of any face-to-face meeting. And as a result, we are often missing the cues that each of us sends […]
The Yes-Man – Software Demo Mistakes
If you ask me about one of the most decisive turning points of my presales and sales career, it is the moment I realized that you can actually disagree with your clients! And that they don’t walk away from you if you challenge their point of view! But when I started in software sales, I […]
Objection Handling in Software Demos to close more Deals
Feel – Felt – Found – The best way to handle objections during your software demonstration In this article, I would like to share with you my favourite technique to handle objections and shift your mindset towards acknowledging them as a positive buying signal rather than a threat during your software demo. To be fair […]
Leading the Witness – Discovery Mistakes B2B Software Sales
Presales Discovery Call gone Wrong The discovery call is undoubtedly one of the single most important steps in our sales cycle and can easily make or break our deals. I’ve been through hundreds of discovery sessions in my sales career and read through a dozen frameworks to improve my interrogation skills. I became quickly better […]
Does it make sense to ask „Does it make sense“?
Have you ever used this question yourself? You want to be compassionate and affirm your prospect understands what you are saying. But in reality, you are making things worse. It’s a dumb question. Don’t ever ask that question during your demo! You put yourself in a position of weakness. Asking that question creates uncertainty on […]
10 Ways to Reset your Audience’s Attention during your Software Demo
Selling B2B-software is not just a battle against your competitors. In our modern society, it is also a battle for your audience’s attention. The likes of Netflix, Youtube, Spotify and constant smartphone notifications have reduced the average attention span to less than five minutes. As a result, your audience is having a hard time focusing […]
How High-Performing Sales Engineers Help Todayโs Overwhelmed B2B-Buyers
Today, buyers are armed with more high-quality information than ever before. The abundance of online resources has changed the whole landscape of buying and selling complex B2B-software. A Shift In B2B-Buying Behaviour What has been a sales-dominated approach has turned into a buyer-centric process. For decades, information asymmetry has created an imbalance of power in […]
